Case Study

Qualia Incorporates Data-Driven Approach to Coaching, Reduces Turnover

Qualia Reduces Turnover by Incorporating a Data-Driven Approach to Coaching Practices

Using SalesLoft to coach his full-cycle sales reps, Scott Leese, Senior VP of Sales at Qualia, makes data-driven decisions that help the team ramp faster.

Qualia is transforming the real estate market. Their state of the art technology platform helps both buyers and sellers manage real estate transactions. Real estate professionals are hungry for software systems that simplify the closing process; however, selling new technology to this low-tech industry has its challenges. To ensure his full-cycle sales reps are primed to close deals, Scott Leese, Senior Vice President at Qualia, leans on coaching techniques made possible with SalesLoft, resulting in a faster ramp up and increased productivity.

Scott and his team struggled to gather the data necessary to gain insights into performance and provide effective coaching to the sales team. Without this information, management faced the challenge of blindly identifying areas to focus their efforts.

The lack of insight into sales reps’ development needs resulted in a higher turnover rate and lower morale. Investing in the right suite of tools to help the team succeed and improve was critical. As Scott put it, “If I lose a couple of sales reps that are tenured, it might take me three, six, or eight months before I’ve recouped those lost team members.”

Enter the SalesLoft Solution

“Biggest benefit to using SalesLoft? Honestly, the coaching opportunities it provides.”

SalesLoft provided the platform necessary to achieve coaching objectives. The data SalesLoft provided allowed Scott and the sales leadership team to train reps in the areas they needed the most help. Employees want to stay with an organization that values their professional development and growth. SalesLoft’s platform supplied the information to help improve reps’ skill sets and achieve their goals.

Decreased Ramp Time with Successful Cadences

New hire ramp speed improved, as reps were able to implement a workflow that was proven to be successful immediately. SalesLoft cadences allowed Scott and his team to pinpoint the most effective messaging and pitch so new hires could be productive right from the start. In a competitive landscape, equipping new hires with “best practice” cadences and workflows from day one had a significant impact on productivity. As churn decreased, the boost in morale was felt by all.

“If I’m doing everything I can to make [my reps] successful… listening to them, helping them get where they want to go, I think their performance is going to go up, and their morale is going to be higher.”

Coaching Insights

One feature Scott and his team find particularly beneficial is the ability to listen to account executive calls in real time with Live Call Studio. It not only provides insight into what buyers are saying but also how the team member responded to questions and objections. This feature allowed sales managers to supply solutions and suggestions in real-time.

“It’s fantastic to be able to listen in on your team’s calls. The Whisper functionality is really helpful for giving feedback.”

-Scott Leese, Senior Vice President at Qualia

Alignment and Personalization

With better coaching data and the ability to listen to live calls, Scott could focus on ensuring messaging aligns across the entire sales organization. Understanding what approaches resonate with buyers was critical to developing effective cadences.

“It’s very helpful for us to know if our messaging is hitting home based on our open rates, click rates, and response rates.”

In an industry that is still a bit antiquated, buyers respond better to personalized communication and thoughtful gestures. Integrations like Sendoso make it easy to go the extra mile with prospects, engaging with them in genuine ways along each touchpoint. This level of personalization helps differentiate Qualia from the competition and leads to increased revenue. Scott said it best, “It would be foolish of me or anybody else to try to scale a sales organization without using the SalesLoft platform.”

“The biggest difference between SalesLoft and the competitors that are out there is just the genuine concern and care for people like me who are a customer of SalesLoft.”


The Results

The right set of tools and data insights enable successful coaching. The SalesLoft platform meant that Scott and his team could invest in the development, retention, and coaching of their full-cycle sales reps. It also allowed the leadership team to have visibility into customer interactions, resulting in the creation of better messaging alignment across the sales organization.

All of these benefits meant the buying experience for each Qualia customer was personalized and genuine, leading Qualia closer to their goal of bringing real estate transactions into the modern world.

“I came to Qualia about a year and a half ago. SalesLoft was one of the first vendor purchases that we made. It’s just the right way to get your team off the ground and scaling appropriately.”

– Scott Leese, Qualia


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